Inside… 20 2014 Award Winners30 Four Questions that will change

your business36 Southern Showcase Schedule of Events60 Officers and Directors Elected and

Installed

64 Savannah Convention Wrap-Up70 2014 SAWD College Scholarship Winners71 Tweet Me, Friend Me and Make Me Buy!72 Advertisers Directory

92nd Annual Meeting & Trade ShowGaylord Texan • Dallas, Texas • June 9-12, 2015

This is a Members Only Event(Show Dates June 11-12, 2015)

SAWD 2015 1

Letter from the Governor of Texas . . . . . . . . . . . . . . . . . . 2

Letter from the Mayor of Grapevine, Texas . . . . . . . . . . . 4

Letter from the SAWD President . . . . . . . . . . . . . . . . . . . 6

Letter from the SLD President . . . . . . . . . . . . . . . . . . . . . 8

Hospitality Suite . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .10

Lady President’s Social Invitation . . . . . . . . . . . . . . . . . . 12

Letter from the Executive Director . . . . . . . . . . . . . . . . . 14

Award Winners 2014 . . . . . . . . . . . . . . . . . . . . . . . . 20-21

Education Fund Contributors . . . . . . . . . . . . . . . . . . . . 22

New Exhibitor Spotlight . . . . . . . . . . . . . . . . . . . . . . . . . 26

18th Annual Silent Auction . . . . . . . . . . . . . . . . . . . . . . 28

Four Questions That Will Change Your Business . . 30-31

SLD Business Resource in Orlando, FL . . . . . . . . . . 32-33

SCHEDULE OF EVENTS . . . . . . . . . . . . . . . . 36-37

Council of Presidents . . . . . . . . . . . . . . . . . . . . . . . . . . . 40

A Note About Anti-Trust . . . . . . . . . . . . . . . . . . . . . . . . 41

Welcome New Members . . . . . . . . . . . . . . . . . . . . . . . . 41

SAWD Executive Committee . . . . . . . . . . . . . . . . . . . . . 42

SAWD State Directors . . . . . . . . . . . . . . . . . . . . . . . 44, 46

At-Large Directors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48

SAWD Board Broker Rep,

SLD Rep, Legislative Liaison . . . . . . . . . . . . . . . . . . 48

Manufacturer Representatives . . . . . . . . . . . . . . . . . . . . . 50

SLD Officers & Directors . . . . . . . . . . . . . . . . . . . . . . . . 54

Officers & Directors

Elected and Installed . . . . . . . . . . . . . . . . . . . . . . 60-61

2014 Savannah Convention Wrap-Up . . . . . . . . . . . . 64-65

Mid-Year BOD Meeting in San Diego . . . . . . . . . . 66-67

2014 SAWD College Scholarship Winners . . . . . . . . . . . .70

Tweet Me, Friend Me and Make Me Buy! . . . . . . . . . . .71

Advertisers Directory . . . . . . . . . . . . . . . . . . . . . . . . . . . 72

Table of Contents

2 SAWD 2015

SAWD 2015 3

June 9, 2015

Dear SAWD Distributors:

On behalf of the citizens of Grapevine and members of the City Council, I am pleased to officially welcome you to our city and express our support for the Southern Association of Wholesale Distributorsʼ 92nd Annual Meeting and Trade Show at the Gaylord Texan, June 9-12.

Grapevine is honored to serve as your annual meeting destination. As the premier destination in North Texas, Grapevine provides visitors with a sophisticated charm and convenient escape from the big city. During your free time, be sure to enjoy Historic Downtown Grapevineʼs more than 80 unique boutiques, galleries, museums, restaurants and the Urban Wine Trail. See the Grapevine Glockenspiel, featuring the Would-Be Train Robbers, Nat Barrett and Willy Majors, who appear at noon, 3 p.m., 6 p.m. and 9 p.m. daily. When you add the Grapevine Vintage Railroad, Grapevine Mills, LEGOLAND® Discovery Center, SEA LIFE Grapevine Aquarium, Bass Pro Shops Outdoor World, 81 holes of golf and 8,000 acres of beautiful Lake Grapevine scenery, you have the ideal location! Most of all, our friendly community allows you to feel at home.

We invite you to return to Grapevine throughout the year to take advantage of our many exciting and award-winning events including Main Street Fest, SummerBlast, GrapeFest® and the Christmas Capital of Texas®. Please be sure to visit www.GrapevineTexasUSA.com for detailed information.

Enjoy your convention. May it be productive and successful!

Sincerely,

William D. Tate Mayor of Grapevine

WDT: mrb

4 SAWD 2015

6 SAWD 2015

An Interview with the President

Recently the Southern sat down with its new President Paula Glidewell to ask a few questions about her, the industry, and the organization.

Q. What does it mean to you to be the first woman President of the Southern?

A. While I am proud to be the Southern’s first female President, it is not something I have or will be focusing on. I have been active in leadership of the Southern for over 20 years. I started out by serving with the Southern Leadership Division (which used to be called the Young Leaders Division) and eventually became President of that group. I was fortunate to be selected to move over to the “big board” and have served on and/or led just about every committee we have including spending the last six years on the Executive Committee with the last two as VP Comptroller. So, I like to think that I was selected based on my experience and years of service and leadership. The fact that I am a woman is just not that big of a deal. What is most important to me is doing the job well.

Q. With that in mind, what are your goals as President?

A. Interestingly my goals as President are and have been my goals as long as I have been a member of the Southern. I want to increase membership, grow the show, and improve the quality of the show. Our Southern Showcase is the primary place that our members interact with our organization. It is also our leading contributor of revenue to our budget. So, it is very important that it be a quality offering and we have to continue to look for ways to expand it. As far as membership growth there are still opportunities for us to share what we do with other whole-salers who can benefit from a relationship with the Southern. They may not all look like us and talk like us, but it is vital that we become more inclusive if we are going to survive and grow.

Q. Where do you see the Southern in 5 years? 10 years?

A. There has been a steady decline in c-store wholesalers in the past fifteen years. The good news is that the same volume of product or more is flowing through the channel, it is just flowing through fewer hands and that spells opportunity for us. It is also encouraging that the pace of mergers and acquisitions seems to be slowing a bit on both the wholesaler’s side and the manufacturer’s side. These are dynamics that impact us all as business owners and that have a corresponding impact on our trade organizations. There is something very special about the Southern – there always has been. Our strength as an organization is in our people and I am extremely optimistic about the future of the South-ern as a result. With great people working together on something that they are passionate about we can’t help but succeed.

Q. If you had to pick just one reason why you have been so involved in the Southern, what would you say?

A. It gets in your blood. If you are excited about what you do, you want to do more, learn more, be around more people who do what you do. Our business is ever-changing and it is really nice to network with other distributors and to learn from them and share with them. The Southern

continues to have a large number of people that are actively involved in the day-to-day operations of their businesses…you can talk with them and they actually know what is in their warehouses. For me as a business owner, that is huge. The Southern is where I learn about new innovations, new products, what is selling and what is not. It is more important now than ever before to be involved in our trade organizations.

Q. What do you think is the biggest chal-lenge facing distributors today?

A. Profitability. Profit is not a bad word. We have to make a profit to stay in business. I know that sounds pretty basic but we have all read the industry stats…our industry remains the lowest of related industries in profitability. In the past we could raise prices and control our own profitability…our own destiny if you will. We can’t do that anymore, at least not with our core

products of cigarettes and candy. You can’t go up on the standard candy bar anymore. We need help from manufacturers for pricing incentives for wholesalers, not just for retailers. One of the reasons that I attend the Southern is for the show deals that are offered during the show. The promotional incentives offered are significant and help improve our bottom line. At the same time we have to be aggressively pursuing all opportunities for growth, not just in the traditional product lines but always exploring new ones. For example, at Glidewell Distributing we have a full offering of craft beer. Most of the other wholesalers I know are not offering craft beer, but it has been successful for us.

Q. Do you have any favorite quotes or words to live by?

A. One of my favorites is: “If you think you’re green you’ll grow. If you think you’re ripe you’ll rot.” The key to growth is a continual pursuit of learning. This is another one of the main reasons I attend the Southern. I get targeted industry specific education that I can’t get anywhere else. And, this year is no exception. There are sessions on marketing, speed to market, dealing with a multi-cultural customer base and digital marketing…I need to know about all of those things.

Q. Any final thoughts?

A. This is our 92nd Annual Meeting and Trade show in Dallas. 92 years is an accomplishment for any organization. And, this will be the first time we have met in Texas. I am excited about the venue for the show, opti-mistic about where we are going as an organization and look forward to seeing everyone at the show.

___________________________________________________________

Glidewell Distributing was founded in 1946 in the living room of James Wil-liam (JW) and Cleo Glidewell’s first home, Glidewell Distributing has grown from a single delivery truck to eight digits in annual sales and a fleet of trucks. Today, Glidewell Distributing is the sole wholesale distributor in the area of Ft. Smith, Arkansas, and one of the largest in the region, providing full service to western Arkansas and eastern Oklahoma. Paula serves as Vice President and Co-Owner at Glidewell Distributing.

AtlantaEric Meyer4820 North Church Ln. Smyrna GA 30080 (404) 792-2000

Forrest City Brad Blumenstock 3400 Commerce Road Forrest City AR 72335 (870) 633-2044

Ft. Worth Chris Hughes 6401 Will Rogers Blvd. Fort Worth TX 76134 (817) 293-5558

Kentucky Matt Ashley 1055 Salt River Road Leitchfield KY 42754 (270) 259-9341

Carolina Michael Davenport1144 Broadway Road Sanford NC 27332 (919) 774-9444

Tampa Jason Nevin 9020 King Palm Dr. Tampa FL 33619 (813) 664-0474

We are committed to our Customers. Come see for yourself.

Whether you are an independent retailer or a part of a national chain, Core-Mark offers each of its customers valuable customized solutions and services designed to help you grow your business.

We offer resources to help drive sales and profits:

• Product Trends & Optimized Offering • Regional Demographics & Space Rationalization • Data Analysis & Competitive Comparison

We are committed to providing superior customer service while delivering quality products and value-added resources to our customer.

www.core-mark.com

We are passionate about the business

SAWD-Ad2015v1.indd 1 1/7/15 9:41 AM

A Letter from the SLD PresidentThe Southern Leadership Division strives to offer emerging leaders an opportunity to grow by offering speakers, events, and fellowship with our industry peers in a comfortable atmosphere. With that said, the SLD has had a great year with many accomplishments and changes. Below are a few I want to highlight.

The focus for the 2014 Midyear Meeting, held at the Hard Rock Hotel in Orlando, was team-work. We started off by having the opportunity to give back to the community of Orlando at the Hubbard House, a place where families can stay when their loved ones are in the local Orlando hospital. The staff and residents were very appreciative of our efforts in helping maintain their facil-ity. To finish off the afternoon, we decided to have a little fun by taking on a challenging scavenger hunt at Orlando’s famous Universal Studios. It was competitive but a great way to get to know our peers better. The following day, our first speaker of the meeting was Scott Stratman, who discussed “100 Ways to Better Manage your Inventory.” He stressed the importance that the objective of inventory management is to strike a balance between inventory investment and customer ser-vice. Stratman had the attendees form groups to work on exercises to understand and improve inventory management, which was very beneficial to all who attended. The second speaker was Steve Gavatorta, who discussed “Dynamic Communication: The Art of Successfully Connecting, Interacting & Engaging with Others.” Gavatorta emphasized that effective communication starts with a five-step process of establishing trust. He focused on how to utilize a behavioral model to master the art of communication, and provided charts for us to take back and apply as a reminder of how to identify the different communication styles each of us possesses.

One of the most recent accomplishments of the SLD was the Next Generation Session that was held in conjunction with AWMA at their annual show held in Las Vegas. The goal of the session was to bring together rising leaders in the convenience distribution industry to focus on “Costly Distractions: Finding Focus in a World at War for Your Attention” and was facilitated by Curt Steinhorst, founder of Promentum Group. Steinhorst discussed the many ways that attention and focus are impacted in both people’s professional and personal lives—something we could all use some help with.

I want to take this time to thank the Executive Committee for all of their support; I could not do it without you. The SLD Board Members, the Education, and Technology Committees are so instrumental in keeping this organization thriving. Thank you for that. Most importantly, thank you to our sponsors—we could not have these events without your support. You mean so much to this organization.

As you can see, the SLD has so much to offer. I challenge you to send someone from your company if you are not already doing so. Our goal is to continue to grow our association, and the information we take back is so invaluable. I cannot emphasize enough the impact SLD has made on my career. The members are not only my peers—they are my friends. There are countless times that I have reached out to the group for advice and support. If you ever have any questions regarding the SLD, please do not hesitate to contact me. I hope to see you at the upcoming SAWD meeting in Dallas!

Sincerely yours,

April Garver

8 SAWD 2015

CIGARETTES ©2015 SFNTC (1)

THIS MECHANICAL ARTWORK COMPLIES WITH ALLLEGAL REQUIREMENTS. UNDER NO CIRCUMSTANCES ARE YOU TO RESIZE, ALTER COPY, COLORS OR GRAPHIC ELEMENTS WITHOUT PRIOR APPROVAL OF SANTA FE NATURAL TOBACCO CO.

Name:

SAP #:

MRM #:

Color:

Trim Size:

Bleed Size:

Live Area:

SGW Sq In:

Year:

Quarter:

SGW/NAD Exhibit(s):

Project Name: SAWD DISTRIBUTOR AD Q12015

Steven Mosher

None

None

CMYK

8.5 x 11

8.75 x 11.25

8.0 x 10.5

93.5 sq in.

2015

1

2

SAWD DISTRIBUTOR CATALOG Q12015.indd 1 1/22/15 3:38 PM

SAWD 2015 9

10 SAWD 2015

CATEGORY GROWTHIS

EVERY DAY.

*Source: Nielsen 12/2012-12/2014

hersheysconvenience.com

SUCCESS IS AN EVERYDAY THING.

Trusted iconic brands and

EXPERT CATEGORY MANAGEMENTdeliver sustainable growth.* Another way we’re

committed to creating shared success every day.

The Hershey Company is proud to support the Southern Association of Warehouse Distributors.

EVERY DAY.

Trusted iconic brands and

10 SAWD 2015

HOSPITALITY SUITEBe sure to drop by our “Southern Hospitality Suite”…during the day

for a cup of coffee or a soft drink… and in the evening, a hosted bar. It’s a great place to meet, make plans with friends, or just relax.

Adjacent to the Hospitality Suite will be the Silent Auction to benefit our Education Fund. This Silent Auction features over $15,000 worth of items contributed by the members of

the Board of Directors, exhibitors, and others.

Hours Open:Noon to 5:00 p.m. — Wednesday

After Dinner (About 10:00 p.m.) - Until — Wednesday evening9:00 a.m. to 5:00 p.m. — Thursday

After Dinner (About 10:00 p.m.) - Until — Thursday evening

Texas 3 & 4 in the Convention CenterThe “Southern Hospitality Suite” is provided to all convention delegates

by the Manufacturer & Broker Representatives on your Southern Board of Directors:

Altria Group Distribution CompanyAmerican Snuff Company

Burdette BeckmannCommonwealth Altadis USA

Creative Data ResearchDot Foods

Jack Links Beef JerkyLil’ Drug Store Products

Lorillard Tobacco Company

Matrix BrokerageNational Tobacco

Nestlé USAR. J. Reynolds Tobacco Company

Republic Tobacco CompanySwedish Match

Swisher InternationalThe Hershey Company

CATEGORY GROWTHIS

EVERY DAY.

*Source: Nielsen 12/2012-12/2014

hersheysconvenience.com

SUCCESS IS AN EVERYDAY THING.

Trusted iconic brands and

EXPERT CATEGORY MANAGEMENTdeliver sustainable growth.* Another way we’re

committed to creating shared success every day.

The Hershey Company is proud to support the Southern Association of Warehouse Distributors.

EVERY DAY.

Trusted iconic brands and

SAWD 2015 11

12 SAWD 2015

Lady President’s SocialSouthern President Paula Glidewell wishes to extend an invitation to all spouses and guests

attending the Annual Meeting, to join her for the Lady President’s Social which will

be held on Thursday, June 11th from 10:00 am until 11:30 am

This is an ideal opportunity to meet some of the other attendees while enjoying the Brunch.This Social is also a great meeting place to

gather with friends prior to going out for the day.Please check your onsite brochure for location.

SAWD 2015 13

C

M

Y

CM

MY

CY

CMY

K

Bacon SB_SAWD_Feb 2015 OL.pdf 1 1/26/15 10:54 AM

14 SAWD 2015

“ If you’re not shootin’, you should be loadin’. If you’re not loadin’ you should be movin’. If you’re not movin’, someone’s gonna cut your head off and put it on a stick.”

— Clint SmithDirector of Thunder Ranch

The softly worded advice of Marine Corps veteran Clint Smith, above, applies to business as well as warfare. Judging from a report distributed at the CDA’s (formerly AWMA) annual meeting, there are a lot of heads on sticks: “…CDA’s distributor member count has gone from 526 in 2001 to 171 in 2014.” There has been a corresponding reduction in manufacturer members as a result of mergers and acquisitions.

The good news is that those that remain have gotten really good at shootin’, loadin’, and movin.’ Our 2015 Southern Showcase is designed to help you improve your target acquisition, aim, and speed to target so that you can keep your head on your shoulders instead of on a stick.

Target Acquisition and AimGerry O’Brion, with What Big Brands Know, LLC, takes big brand strategies and creates techniques that any business can use. These include things you can do before you start marketing, getting customers to choose you, and reinventing your business when things get bad.

Dr. H. Rao Unnava, Professor of Marketing at The Ohio State University, discusses the cultural and economic backgrounds of emigrant India/Pakistan and Middle Eastern store owners, and the effect on their view of life and business. He then contrasts them with the American way of doing business, and points to areas of opportunity for wholesalers and manufacturers.

Scott Martin, with Infinity Marketing Solutions, presents digital marketing techniques to attract new customers and increase the likelihood that they will buy from YOU. Everyone will leave the session with actionable plans to improve their online presence, content, and sales channel effectiveness. Scott will also be available to provide personalized assessments to those interested.

Speed to TargetSteve Brady, with b2b Solutions LLC, addresses the challenges faced with the sheer volume of new products that manufacturers launch each year, across all categories. By

attending this session, you will learn how to manage all of these new products, which questions you should be asking the manufacturer, and what metrics you should apply to the success of a new item.

Keep your head

There is no doubt that the threat of terrorism affects how people go about their daily lives. And who would know better than James Olson, a former career officer in the Central Intelligence Agency. He shares the impact that his lifestyle, and the threat of terrorism, has had on his marriage and children, in addition to the current issues affecting the safety and security of American citizens.

Meetings with a Mission is an initiative, back for its second year, designed to encourage connections between attendees and those in the community for the purpose of doing good. SAWD MWM is partnering with a local ministry this year, allowing us to step away from the hustle and bustle, roll up our sleeves, and work for a couple of hours alongside one another for a worthy cause. Join us for a different kind of experience at the Southern on Wednesday afternoon.

We are very excited to offer our golfers a day of fresh air and fellowship at the world’s first NFL-themed golf course, the Cowboys Golf Club. Our other “off campus” event is a trip to the legendary Dallas department store, Neiman Marcus. There, you will be treated to lunch, a fashion show, and shopping. And last, but not least, our exposition will feature a wide variety of companies and products, most of which are offering show-only deals that will—if taken advantage of—more than cover the cost of your trip. For each order that distributors place on the show floor, they “earn back” up to 50% of their registration fee in cash at the show! (Full details on the Distributor Rebate Program may be found in the on-site program).

Hope you can be there to learn, buy, and network!

Sincerely,

Greg Martin Chief Executive Officer

From the Chief Executive Officer…

Best Wishesfor a Successful

Convention!

Welcome to Dallas!

Servicing:Philip Morris USAU.S. Smokeless Tobacco CompanyJohn MiddletonNuMark

16 SAWD 2015

SAWD DM 8.5x11.indd 1 3/17/15 10:37 AM

SAWD 8.5x11.indd 1 3/17/15 10:16 AM

FOR MORE INFORMATION, CONTACT YOUR SWEDISH MATCH REPRESENTATIVE. 800-367-3677 customer.service@smna.com©2015 SWEDISH MATCH NORTH AMERICA, INC.

18 SAWD 2015

FOR MORE INFORMATION, CONTACT YOUR SWEDISH MATCH REPRESENTATIVE. 800-367-3677 customer.service@smna.com©2015 SWEDISH MATCH NORTH AMERICA, INC.

SAWD 2015 19

20 SAWD 2015

Congratulations to Robin Ray with Atlantic Dominion Distribution for receiving the 2014 SAWD Career Achievement Award. Robin was handed her award by Jimmy Stewart with Stewart Distribution, the 2013 winner.

2014 Award Winners

2014Career

AchievementAward

Tony Clanton with Swedish Match received the 2014 Tobacco Representative of the year from the 2013 winner, Bill Dunn with Swisher International.

Greg Martin with SAWD was awarded the 2014 Lorillard Lou Gordon Humanitarian Award from Lorillard’s Miles Anderson.

2014Tobacco Repof the Year

Award

2014SAWD

Allied ProductsRep of the Year

Award

The 2014 Allied Products Representative of the Year Award went to Tom Brice with Lil’ Drug Store Products. Tom is shown with Steve Stomel with ProCat Distribution Technologies, the 2013 winner.

2014Lou Gordon

HumanitarianAward

2014SAWD

ServiceAward

Steve Douglas with Douglas Companies received the 2014 SAWD Service Award from the 2013 winner, Jeff Leischner with H.T. Hackney.

2014SAWD

LibertyAward

A 2014 SAWD Liberty Award was awarded to Randy Emanuelson with Team Sledd. Randy is shown accepting his award from Robin Ray with Atlantic Dominion Distribution.

SAWD 2015 21

2014 Award Winners

Retiring

Steve Kottak with R.J. Reynolds accepts the 2014 SAWD Liberty Award from Dave Riser, also with R.J. Reynolds.

2014SAWD

LibertyAward

Leanne Wilkerson with J.L. Gaddy Wholesale receives the 2014 Southern Leader of the Year Award. Shown here with the 2013 winner, Donnie Childers with Home Folks Wholesale.

2014Southern

Leaderof the Year

Award

2014Hershey

Leadership Award

Outgoing President, Dick Dunham with Stephenson Wholesale, receiving the Hershey Leadership Award from Hershey’s Michael Hughes. SAWD First Lady, Donna Dunham is also pictured.

Outgoing Southern Leadership Division President, Donnie Childers being thanked by Dick Dunham, SAWD President.

All three are shown with Dick Dunham, Stephenson Wholesale—one of his last duties as outgoing SAWD President was honoring these three fine gentlemen.

Gene Tipton with Commonwealth Altadis—retiring

Steve Shing with Grocery Supply Company—retiring

Elvin Smythers with Merchants Grocery Supply—retiring

Education Fund Contributors 2015

22 SAWD 2015

Acosta Sale & Marketing

Allison Wholesale

Altria Group Distribution

Amcon Distributing Company

Andalusia Distributing

Associated Distributors

Atlantic Dominion Dist.

Burdette Beckmann

Caldwell Wholesale

Charles C. Parks Co.

Church Point Wholesale

City Wholesale Grocery

Claude’s Candy Brokerage Co.

Commonwealth Altadis

Core-Mark, International

Corso, Inc.

Creative Data Research

Davison Fuel & Oil

Dot Foods

Douglas Companies

Eby-Brown Company

Franklin Supply, Inc.

Glidewell Distributing Company

Golbon

Great Midwest Tube

Grocery Supply Company

Gummer Wholesale

H. T. Hackney Co.

Hardec’s

Home Folks Wholesale

Inter-Continental Cigar Corporation

J.F. Johnson, Inc.

J.L. Gaddy Wholesale

Jack Link’s Beef Jerky

Jackson Wholesale Co.

Kellogg’s Keebler

King III Solutions

Long Distribution

Lorillard Tobacco Company

Lyons Specialty Co.

M. R. Williams, Inc.

Mars Chocolate

McLane Company, Inc.

Merchants Grocery Company

National Tobacco Company

Nestle USA

Penguin Ice

R. J. Reynolds

Red Smith Foods, Inc.

Renfro Supply Co.

Republic Tobacco

Scandinavian Tobacco Group-Lane

Sledd Co.

Smith Wholesale Co.

Smokey Mountain Chew

Southco Distributing Company

Standard Distributing Co.

Stephenson Wholesale

Stewart Candy Manufacturing Co.

Stewart Distribution Co.

Swedish Match of North America

Swisher International

The Corr-Williams Company

The Hershey Company

Thomas M. Williams & Assoc.

Turkey Creek Snacks

UniPro Foodservice, Inc

Venture Sales

W.L. Petrey Wholesale

Warren Oil Co.

24 SAWD 2015

5173 Pioneer Drive • Meridian, MS 39301

P.O. Box 667 • Marion, MS 39342

(601) 482-3144 • (800) 828-5664 • Fax (601) 482-3109

201 North Fulton Drive • Corinth, MS 38834

P.O. Box 250 • Corinth, MS 38835-0250

(662) 287-2421 • (800) 822-5664 • Fax (662) 287-6689

MERIDIANKenny Coghlan

Ray Long, Jr.

Sam E. Long, III

Trey Long

CORINTH Rusty Boone

Colby Carmichiel

Tracy Dye

Jeff Johnson

Randy Long

Tommy Stine

SAWD 2015 25

230 South 22nd Avenue • Durant, OK 74701Phone 580-920-0110 • Fax 580-920-1323 • Toll Free 800-442-2880

www.INWsupply.com

Durant • Norman • Lawton

26 SAWD 2015

www.merchants-grocery.comWholesale Distributors Since 1917

The Southern Association of Wholesale Distributors

Southhern AAsssoociiatiionProudly Supports

ors

800 Maddox DriveCulpeper, VA 22701540-825-0786Fax: 540-825-9016

Wh l l Di ib Si 1917

MERCHANTS GROCERY COMPANY, INC.MERCHANTS GROCERY COMPANY, INC.A Company You Can Count On

New Exhibitor SpotlightWe would like to extend a warm Southern Welcome

to the following exhibitors who are showing for the first time (or who have not been with us in several years)…

Carolina Glove Company

Cott Beverages

CSI Beverage

Davidoff of Geneva

Don Chelada

Imageworks Tobacco Display

InRhythm Solutions

L.A. Lighter

Lynco Products

Rhino Rush LLC

Xcaliber International LTD

SAWD 2015 27

The Southern’s Education Fund was established a number of years ago to provide educational opportunities for members, their employees and family members. The Silent Auction, which will be held throughout the convention, will raise money for the fund. Our Education and Convention

Committees last year were successful in raising over $15,000 for our Education Fund through the Silent Auction. With your support and participation we hope to exceed that figure this year. Items are offered through the generosity of Southern members and exhibitors.

SILENT AUCTION18th Annual

Representative items only

28 SAWD 2015

to Benefit the Education Fund

30 SAWD 2015

4 Questions that will change your businessSuccessful businesses thrive by doing a few simple things better than everyone else. There are four sim-ple questions that the best businesses ask themselves year after year to stay relevant to their customers.

Question #1: Who are your ideal customers?

Who are your truly ideal customers? I speak with hundreds of business owners every year. Over and over I hear a reluctance to focus which customers they’re targeting for fear of eliminating buyers.

Here is the secret. If you’re extraordinarily clear about who your ideal customers are, then those customers will be extraordinarily clear that you’re ideal for them. If you try to focus on everyone, no one knows you’re just for them. When you stop focus-ing on everyone three things happen that help your business grow:

First, you attract passionate fans to your business, and they start to bring others who are like them. They share about your business because they feel a connection – it’s great for them.

Second, your advertising becomes more clear and powerful. If you know what’s important to those people, you can say it in your ads.

Third, all your employees will be clear on what to say to attract your ideal customers. You’ll make them feel more special.

Focusing your targeting is unnerving, but is a tool that can exponentially grow your business, increase your advertising effectiveness and attract your ideal customers to your business.

Question #2: What do your customers really want?

As consumers, we have lots of needs we want to fulfill with every product we buy. Think of a simple product like tissues. We might be thinking about softness, absorbency, strength, price, box shape, box artwork, availability where we shop, size, brand name, tissue count, transportability, and more.

What needs or wants do your customers want to ful-fill by using your product or service? Do you know which ones are most important? Which ones can you deliver better or differently from competition?

The most powerful brands touch consumers on both the rational and emotional sides of their minds. Ratio-nal needs are important when a customer is getting to know your company and evaluating options. Emotional needs are powerful when you want them to spend more on each purchase and continue to be loyal over time.

Question #3: What is your unique outcome?

Your customers don’t care about your business, they care about themselves. They want to know what out-come you’ll deliver for them. The unique outcome or benefit you provide is the hook that gets customers to buy from you vs. your competition.

To create the most compelling outcome, it’s useful to go beyond just filling needs and solving problems. Which outcomes make your customer’s life bet-ter? While you may provide lots of benefits, which of them are different from what your competitors provide? Which are hard for your competitors to copy? Which of them do you provide better than your competitors? Combine your unique outcome with a powerful because from the next section and you’ll be off to the races.

Question #4: What’s Your Because?

Your best and most cost effective marketing is sat-isfied customers. There is no better way to build a strong brand than to deliver a great experience and get your customers to talk about it.

Yes, but how do you proactively get people sharing your business with others? The biggest reason that people don’t share about our business is one simple thing – we haven’t made it easy enough for them to

know what to say! If you try to stand for everything, you end up standing for nothing, and people have no idea what to tell others about you.

When people give a referral, they want to say some-thing specific, credible and compelling. They want you to use their recommendation.

So, I ask you this – What’s Your Because?

What do I mean? If one of your customers were to tell a friend that they should use your business how would they finish this sentence – “You’ve go to use XXXX because…”

It’s easy to say something general that pretty much anyone would say – we’ve got better service, we care more, we’ve been around forever. If anyone can say it, it’s not powerful. Great businesses grow word of mouth by delivering experiences with specific, cred-ible, and compelling differences from competitors.

Now you’re ready for marketing.

Once you’ve figured out how to provide unique, sharable value to your customers, you’re ready to do marketing. What you say in your marketing messag-es will be simple if you’ve done this work up front. There is a lot to do in any business, but the time you spend thinking and planning is what sets you up for long-term success. Creating differentiation that cus-tomer’s value can change the course of your business.

Gerry O’Brion grows businesses. He is a professional speaker, author and business coach and is a keynoter at the upcoming Southern Showcase in Dallas. After years as an executive with billion dollar brands, Gerry now uses big company strategies to grow businesses of all sizes. Gerry teaches a simple process that helps companies attract their ideal customers, regardless of their budget. Gerry be-gan his career in marketing at Procter & Gamble, then he was an executive for Coors Light, Quiznos, and most recently Red Robin Gourmet Burgers.

His Business Blueprint includes simple steps to grow your businesses like the big guys. You can download the first section of the Business Blueprint at WhatBigBrands Know.com

SAWD 2015 31

Things to think about when honing your target are:

• Which customers are most profitable?

• Which buy from you the most frequently?

• Which spend the most with you?

• What kind of customers are in your area?

• When do they visit you?

• Which are the most likely to share their experiences with others?

• Which send you the most referral business?

• Which do you like working with the best?

• Which do you serve the best?

32 SAWD 2015

SLD Business Resource Meeting 2014

Hard Rock Hotel, Orlando, FL

The Hard Rock Hotel in Orlando, FL was the location for the 2014 SLD Business Resource Meeting.

Members of the Southern Leadership Division participated in a three-day con-ference focusing on topics specific to the convenience products industry.

Informative and interactive sessions were well received on topics such as “Maximizing Profitability: The Buyers Role” led by Scott Stratman, President and Founder of Supply Chain Advisors. Everyone also enjoyed hearing from Steve Gavatorta, President of Steve Gavatorta Group, Inc., who spoke on the topic of “Dynamic Communication—The Art of Successfully Connecting, Interacting and Engaging with Others.”

One of the highlights of the meeting was a visit to Hubbard House in Orlando. Hubbard House is a 21,000 square foot home-away-from-home for families of patients in the critical care areas of

Orlando hospitals. While there, we had the opportunity to help out in a variety of ways.

We also added a Team Building event to the meeting. Five teams participated in a scavenger hunt at Universal Studios. What a great way to get to know your fel-low SLD Members!!

A very informative roundtable discus-sion was led by some of The Southern’s own distributors. As always, these discus-sions offered many new and different ideas for those in attendance to take back to their own businesses. This continues to be one of the most valuable events of the meeting.

The group also had a chance to enjoy dinner and some entertainment at Margaritaville in City Walk. Needless to say, a great time was had by all!

A very special thanks goes to our sponsors for their generous assistance in making this meeting a success!

Platinum SponsorsLorillard Tobacco

R. J. Reynolds TobaccoAmerican Snuff

Commonwealth AltadisSAWD Education Fund

Gold SponsorsAltria Sales & Distribution

Swedish MatchSwisher International

Silver SponsorsCreative Data Research

Kellogg’sNational Tobacco

The Hershey Company

Bronze Sponsors Jack Link’s Beef Jerky

Republic Tobacco

SAWDEducation

Fund

34 SAWD 2015

SAWD President Paula Glidewell presented a check from The Southern to the Savannah Union Mission at the 2014 Southern Showcase.

SAWD 2014 “Meetings With A Mission” volunteers

AT THE 2014 SOUTHERN SHOWCASE IN SAVANNAH

SAWD 2015 35

Introducing Your FASTER-TURNS-FOR-HIGHER-PROFIT Team.

With training certification that is without equal in the industry, your award-winning Swisher sales team provides a complete portfolio of cigars and smokeless products for faster turns and higher profits.

Victor Blanco Vice PresidentField Sales East

Joe Curoe Vice President

Field Sales West

Dean Simmons Vice President

National Accounts

36 SAWD 2015

SAWD 92nd Annual Meeting and Trade Show – Schedule of EventsNote: This is a tentative schedule of events. All details subject to change. WWW.the-Southern.org will always have the latest information. The on-site program supersedes all pre-printed materials.

TUESDAY, June 9

2:00 PM - 5:30 PMRegistration Desk Open

3:00 PM - 3:30 PMChair/Vice Chair Meeting

3:30 PM - 4:30 PMCommittee Meetings

4:30 PM - 5:30 PMFinance & Budget Committee

5:30 PM – 6:30 PMExecutive Committee Meeting

7:00 PM – 9:30 PMChairman’s Reception & Dinner Old Hickory SteakhouseFor members of the Board of Directors and Past Presidents.

WEDNESDAY, June 10

8:00 AM – 1:00 PMGolf Tournament Cowboys Golf Club www.cowboysgolfclub.com

9:00 AM - 5:00 PMRegistration Desk Open

11:00 AM - 4:00 PMOptional Tour and Luncheon Neiman Marcus Tour, Lunch,Fashion Show and Shopping

No Dallas visit is complete without a trip to this legendary department store. Upon arrival, you will be taken for a walking tour of this fabulous, flagship store. Next, you will enjoy lunch in the world-famous Zodiac Room. Afterwards, you will be treated to a formal fashion show of all the new and latest fashions from the world’s best designers.

2:00 PM – 4:00 PMSAWD Meetings with a Mission

Meetings with a Mission (MWM) is a Southern initiative designed to encourage connections between attendees and those in the com-munity for the purpose of doing good. SAWD MWM is partnering with a local ministry this year, allowing us to step away from the hustle and bustle, roll-up our sleeves, and work alongside one another for a worthy cause.

4:00 PM – 5:00 PMSAWD Board of Directors’ Meeting

4:00 PM – 5:00 PMSLD Board Meeting

6:00 PM - 7:00 PMWelcome ReceptionAll delegates invited

7:15 PM - 10:00 PM Dinner & Industry Awards Dinner and awards done “Texas style.”

After Dinner – UntilHospitality Suite - Open to All Delegates

THURSDAY, June 11

7:15 AM - 5:00 PMRegistration Desk Open

7:00 AM - 8:30 AMKick-Off Breakfast (Continental)

7:30 AM - 8:45 AMGeneral Session

“What Big Brands Know”

Gerry O’Brion Nationally recognized speaker, author and executiveWhat Big Brands Know, LLC

As a Marketing Speaker, Gerry O’Brion is known for distilling big brand strate-gies to techniques that any business can use. His presentation is an engag-ing and dynamic discus-sion including several case

studies ranging from a $2 billion brand to a small auto repair shop. It is relevant, thought-provoking and acts as a catalyst for anyone who participates.

Key attendee takeaways:

• Five things to do before you start marketing• Getting customers to choose you• Reinventing your business when things get

bad

Gerry O’Brion built his career growing big brands. After earning his MBA at the Univer-sity of Michigan, he worked with Procter & Gamble on brands such as Crisco, Tide, Mr. Clean, and Spic & Span. Next, at Coors Brew-ing Company he managed Coors Light, a $2 billion business. He was then VP of Marketing for the $1.5 billion Quiznos restaurant chain. Gerry was most recently VP of Marketing for Red Robin Gourmet Burgers, a $1 billon brand.

9:00 AM – 12:30 PMEducation Sessions

9:00 AM - 10:00 AMSession 1

“ The Cultural Salad Bowl: Dealing with a Multi-Cultural Customer Base”

Dr. H. Rao Unnava W. Arthur Cullman Professor of Marketing and Senior Associate Dean of Academic ProgramsFisher College of Business, The Ohio State University

Professor Unnava will discuss the cultural and economic background of individuals who emigrated from their home countries and now own retail stores in the U.S. These individuals represent two geographi-

cal areas – India/Pakistan and Middle East. He will explain how their cultural values affect the retail store owner’s view of life and business, contrast them with the American way of doing business, and point to areas of opportunity.

H. Rao Unnava is W. Arthur Cullman Profes-sor of Marketing and Senior Associate Dean of Academic Programs at Fisher College of Business, The Ohio State University. Dr. Unnava has won multiple teaching awards at Fisher and his doctoral dissertation won the Best Dissertation Award from the Academy of Mar-keting Science. He has presented at numerous convenience channel trade events. Dr. Unnava was also one of the initial founding members of Angie’s List and is now a member of the Board of Directors for PTS Physicians.

10:10 AM - 11:10 AMSession 2

“Speed to Market”

Steve Brady Presidentb2b Solutions LLC

The number of new products launched each year across all categories can be a real challenge for the wholesale distribution community. Manufacturers try to balance the concerns of the wholesale com-

munity against getting their new items to market quicker. As a result, “speed to market” is critical for the future of the new products they are trying to launch.

Key attendee takeaways:

• How to manage all of the new items, given you cannot participate with all

• The questions you should be asking the manufacturer

• The metrics that a wholesaler should apply to the success of a new item as compared to the metrics used by a manufacturer.

Steve Brady has 30 years experience in the Grocery Distribution business. Steve is highly connected within the retail food class of trade, petroleum marketers, CPG supplier communi-ty, and an active supplier board member of the National Association of Convenience Stores, a member of the Convenience Retailing Univer-sity Advisory Council, and Strategic Partner & Member Ambassador, SIGMA.

11:20 AM - 12:20 PMSession 3

“ Digital Marketing for Business Growth”

Scott Martin President and FounderInfinity Marketing Solutions

This session will help you to utilize online marketing techniques to attract more pros-pective customers and to engage them in ways that increase the likelihood they will buy from you. You will learn how to architect your website and how to integrate social media in ways that generate engagement and ultimately new business leads. You will walk away with actionable plans to improve your online presence, content and sales channel effectiveness across a multitude of platforms and mediums.

Key Attendee Takeaways:

• Increased effectiveness of existing website as a new business lead generation tool

• Identify which Social Media platforms are pertinent for your business

• Connect with your audience through social channels

• Search optimization, goals and analytics

NOTE: In addition to his education session, Scott Martin will be available to provide personalized Digital Marketing Assessments, purchased in advance, for those businesses interested. This assessment can be for your existing website or to discuss action-able plans for your digital media buying or social media. See Online Registration process for more information and how to sign up for one of these limited spots.

Scott Martin is a highly regarded Sales, Market-ing, and Internet expert with over two decades of corporate and entrepreneurial experience in broadband technology and Internet services. As President and founder of Infinity Marketing Solutions, Scott’s wealth of knowledge and passion help businesses unleash the power of the Internet. He has seen how businesses can struggle with the complexity and rate of change brought on by the Internet and he teaches them how to maximize its potential for generating income, increasing operational efficiency, and strategically differentiating themselves from their competitors. 10:00 AM – 11:30 AMFirst Lady’s SocialOpen to All Spouses and Guests

12:30 PM – 1:45 PMState Association Executives & PoliticalAffairs Luncheon

1:30 PM - 5:00 PMGrand Opening of Exposition

6:00 PM - 7:00 PM“Get Acquainted Reception”

7:15 PM - 10:00 PMAwards Banquet This evening is an opportunity to recognize some of the Southern’s award recipients… people who have each demonstrated exten-sive commitment to service and achievement in the industry.

After Dinner – UntilHospitality Suite - Open to All Delegates

FRIDAY, JUNE 12

9:00 AM – 2:00 PMRegistration Desk Open

7:00 AM - 8:30 AMIndustry Breakfast (Continental)

7:15 AM - 8:30 AMGeneral Membership Meeting

“ The Impact of Terrorism on American Life and Business”

James Olson Author and Motivational Speaker

James Olson will describe his undercover career in the CIA, including how he was recruited, the training he

received, the risks he and his wife faced (she was also a CIA operative), and the effect of this undercover lifestyle on their marriage and children. Mr. Olson will also discuss the role of the CIA in the current Global War on Terrorism and other current issues affecting the safety and security of American citizens.

James Olson was a career officer in the Direc-torate of Operations of the Central Intelligence Agency. He served as Chief of Counterintel-ligence at CIA Headquarters in Langley, Virginia and performed overseas assignments in the U.S.S.R., Austria, and Mexico. Jim’s experience includes international affairs, economics, trade negotiations, intelligence, counterintelligence, counterterrorism, counternarcotics, and tech-nical collection systems. Jim is a frequent guest lecturer and author of several books.

8:45 AM - 9:45 AMDistributors ForumRepresentatives of All Distribution Companies are encouraged to attend. This meeting is open to Distributors only.

8:45 AM - 9:45 AMExhibitors ForumRepresentatives of All Exhibiting Companies are encouraged to attend.

10:00 AM - 10:45 AMBoard of Directors Meeting

10:45 AM - 11:45 AMExecutive Committee Meeting

11:00 AM - 2:00 PMExposition Open

6:30 PM - 8:30 PMSLD Social “Party at the Glass Cactus”

When the Texas sun sets, the Glass Cactus Night-club comes alive. Come party with us and enjoy live entertainment and dancing, as well as creative cocktails and club cuisine. Your ticket includes our own private buffet dinner, open bar and the best music in Dallas!

= Ticket Required

Pre-purchase your raffle tickets for a chance to win one of two $1,000 cash prizes. Proceeds will go to support the Education Fund. For your convenience, we have added the purchase of these tickets to the online registration process. Tickets will be sold on-site as well.

The Southern3459 Lawrenceville Suwanee RoadSuite CSuwanee, GA 30024-6427Ph) 770-932-5810Fax) 770-932-3276www.the-southern.orginfo@the-southern.org

SAWD 2015 37

SAWD 92nd Annual Meeting and Trade Show – Schedule of EventsNote: This is a tentative schedule of events. All details subject to change. WWW.the-Southern.org will always have the latest information. The on-site program supersedes all pre-printed materials.

TUESDAY, June 9

2:00 PM - 5:30 PMRegistration Desk Open

3:00 PM - 3:30 PMChair/Vice Chair Meeting

3:30 PM - 4:30 PMCommittee Meetings

4:30 PM - 5:30 PMFinance & Budget Committee

5:30 PM – 6:30 PMExecutive Committee Meeting

7:00 PM – 9:30 PMChairman’s Reception & Dinner Old Hickory SteakhouseFor members of the Board of Directors and Past Presidents.

WEDNESDAY, June 10

8:00 AM – 1:00 PMGolf Tournament Cowboys Golf Club www.cowboysgolfclub.com

9:00 AM - 5:00 PMRegistration Desk Open

11:00 AM - 4:00 PMOptional Tour and Luncheon Neiman Marcus Tour, Lunch,Fashion Show and Shopping

No Dallas visit is complete without a trip to this legendary department store. Upon arrival, you will be taken for a walking tour of this fabulous, flagship store. Next, you will enjoy lunch in the world-famous Zodiac Room. Afterwards, you will be treated to a formal fashion show of all the new and latest fashions from the world’s best designers.

2:00 PM – 4:00 PMSAWD Meetings with a Mission

Meetings with a Mission (MWM) is a Southern initiative designed to encourage connections between attendees and those in the com-munity for the purpose of doing good. SAWD MWM is partnering with a local ministry this year, allowing us to step away from the hustle and bustle, roll-up our sleeves, and work alongside one another for a worthy cause.

4:00 PM – 5:00 PMSAWD Board of Directors’ Meeting

4:00 PM – 5:00 PMSLD Board Meeting

6:00 PM - 7:00 PMWelcome ReceptionAll delegates invited

7:15 PM - 10:00 PM Dinner & Industry Awards Dinner and awards done “Texas style.”

After Dinner – UntilHospitality Suite - Open to All Delegates

THURSDAY, June 11

7:15 AM - 5:00 PMRegistration Desk Open

7:00 AM - 8:30 AMKick-Off Breakfast (Continental)

7:30 AM - 8:45 AMGeneral Session

“What Big Brands Know”

Gerry O’Brion Nationally recognized speaker, author and executiveWhat Big Brands Know, LLC

As a Marketing Speaker, Gerry O’Brion is known for distilling big brand strate-gies to techniques that any business can use. His presentation is an engag-ing and dynamic discus-sion including several case

studies ranging from a $2 billion brand to a small auto repair shop. It is relevant, thought-provoking and acts as a catalyst for anyone who participates.

Key attendee takeaways:

• Five things to do before you start marketing• Getting customers to choose you• Reinventing your business when things get

bad

Gerry O’Brion built his career growing big brands. After earning his MBA at the Univer-sity of Michigan, he worked with Procter & Gamble on brands such as Crisco, Tide, Mr. Clean, and Spic & Span. Next, at Coors Brew-ing Company he managed Coors Light, a $2 billion business. He was then VP of Marketing for the $1.5 billion Quiznos restaurant chain. Gerry was most recently VP of Marketing for Red Robin Gourmet Burgers, a $1 billon brand.

9:00 AM – 12:30 PMEducation Sessions

9:00 AM - 10:00 AMSession 1

“ The Cultural Salad Bowl: Dealing with a Multi-Cultural Customer Base”

Dr. H. Rao Unnava W. Arthur Cullman Professor of Marketing and Senior Associate Dean of Academic ProgramsFisher College of Business, The Ohio State University

Professor Unnava will discuss the cultural and economic background of individuals who emigrated from their home countries and now own retail stores in the U.S. These individuals represent two geographi-

cal areas – India/Pakistan and Middle East. He will explain how their cultural values affect the retail store owner’s view of life and business, contrast them with the American way of doing business, and point to areas of opportunity.

H. Rao Unnava is W. Arthur Cullman Profes-sor of Marketing and Senior Associate Dean of Academic Programs at Fisher College of Business, The Ohio State University. Dr. Unnava has won multiple teaching awards at Fisher and his doctoral dissertation won the Best Dissertation Award from the Academy of Mar-keting Science. He has presented at numerous convenience channel trade events. Dr. Unnava was also one of the initial founding members of Angie’s List and is now a member of the Board of Directors for PTS Physicians.

10:10 AM - 11:10 AMSession 2

“Speed to Market”

Steve Brady Presidentb2b Solutions LLC

The number of new products launched each year across all categories can be a real challenge for the wholesale distribution community. Manufacturers try to balance the concerns of the wholesale com-

munity against getting their new items to market quicker. As a result, “speed to market” is critical for the future of the new products they are trying to launch.

Key attendee takeaways:

• How to manage all of the new items, given you cannot participate with all

• The questions you should be asking the manufacturer

• The metrics that a wholesaler should apply to the success of a new item as compared to the metrics used by a manufacturer.

Steve Brady has 30 years experience in the Grocery Distribution business. Steve is highly connected within the retail food class of trade, petroleum marketers, CPG supplier communi-ty, and an active supplier board member of the National Association of Convenience Stores, a member of the Convenience Retailing Univer-sity Advisory Council, and Strategic Partner & Member Ambassador, SIGMA.

11:20 AM - 12:20 PMSession 3

“ Digital Marketing for Business Growth”

Scott Martin President and FounderInfinity Marketing Solutions

This session will help you to utilize online marketing techniques to attract more pros-pective customers and to engage them in ways that increase the likelihood they will buy from you. You will learn how to architect your website and how to integrate social media in ways that generate engagement and ultimately new business leads. You will walk away with actionable plans to improve your online presence, content and sales channel effectiveness across a multitude of platforms and mediums.

Key Attendee Takeaways:

• Increased effectiveness of existing website as a new business lead generation tool

• Identify which Social Media platforms are pertinent for your business

• Connect with your audience through social channels

• Search optimization, goals and analytics

NOTE: In addition to his education session, Scott Martin will be available to provide personalized Digital Marketing Assessments, purchased in advance, for those businesses interested. This assessment can be for your existing website or to discuss action-able plans for your digital media buying or social media. See Online Registration process for more information and how to sign up for one of these limited spots.

Scott Martin is a highly regarded Sales, Market-ing, and Internet expert with over two decades of corporate and entrepreneurial experience in broadband technology and Internet services. As President and founder of Infinity Marketing Solutions, Scott’s wealth of knowledge and passion help businesses unleash the power of the Internet. He has seen how businesses can struggle with the complexity and rate of change brought on by the Internet and he teaches them how to maximize its potential for generating income, increasing operational efficiency, and strategically differentiating themselves from their competitors. 10:00 AM – 11:30 AMFirst Lady’s SocialOpen to All Spouses and Guests

12:30 PM – 1:45 PMState Association Executives & PoliticalAffairs Luncheon

1:30 PM - 5:00 PMGrand Opening of Exposition

6:00 PM - 7:00 PM“Get Acquainted Reception”

7:15 PM - 10:00 PMAwards Banquet This evening is an opportunity to recognize some of the Southern’s award recipients… people who have each demonstrated exten-sive commitment to service and achievement in the industry.

After Dinner – UntilHospitality Suite - Open to All Delegates

FRIDAY, JUNE 12

9:00 AM – 2:00 PMRegistration Desk Open

7:00 AM - 8:30 AMIndustry Breakfast (Continental)

7:15 AM - 8:30 AMGeneral Membership Meeting

“ The Impact of Terrorism on American Life and Business”

James Olson Author and Motivational Speaker

James Olson will describe his undercover career in the CIA, including how he was recruited, the training he

received, the risks he and his wife faced (she was also a CIA operative), and the effect of this undercover lifestyle on their marriage and children. Mr. Olson will also discuss the role of the CIA in the current Global War on Terrorism and other current issues affecting the safety and security of American citizens.

James Olson was a career officer in the Direc-torate of Operations of the Central Intelligence Agency. He served as Chief of Counterintel-ligence at CIA Headquarters in Langley, Virginia and performed overseas assignments in the U.S.S.R., Austria, and Mexico. Jim’s experience includes international affairs, economics, trade negotiations, intelligence, counterintelligence, counterterrorism, counternarcotics, and tech-nical collection systems. Jim is a frequent guest lecturer and author of several books.

8:45 AM - 9:45 AMDistributors ForumRepresentatives of All Distribution Companies are encouraged to attend. This meeting is open to Distributors only.

8:45 AM - 9:45 AMExhibitors ForumRepresentatives of All Exhibiting Companies are encouraged to attend.

10:00 AM - 10:45 AMBoard of Directors Meeting

10:45 AM - 11:45 AMExecutive Committee Meeting

11:00 AM - 2:00 PMExposition Open

6:30 PM - 8:30 PMSLD Social “Party at the Glass Cactus”

When the Texas sun sets, the Glass Cactus Night-club comes alive. Come party with us and enjoy live entertainment and dancing, as well as creative cocktails and club cuisine. Your ticket includes our own private buffet dinner, open bar and the best music in Dallas!

= Ticket Required

Pre-purchase your raffle tickets for a chance to win one of two $1,000 cash prizes. Proceeds will go to support the Education Fund. For your convenience, we have added the purchase of these tickets to the online registration process. Tickets will be sold on-site as well.

The Southern3459 Lawrenceville Suwanee RoadSuite CSuwanee, GA 30024-6427Ph) 770-932-5810Fax) 770-932-3276www.the-southern.orginfo@the-southern.org

38 SAWD 2015

The first ever Cheez-It® puffed snack made with 100% real cheese is packed with a powerful

crunch to satisfy cheese-loving consumers. Stock together with Cheez-It® Baked Snack Mixes,

Cheez-It Duoz® and Cheez-It Grooves® today!

The first ever Cheez-It® puffed snack made with 100% real cheese is packed with a powerful

crunch to satisfy cheese-loving consumers. Stock together with Cheez-It® Baked Snack Mixes,

Cheez-It Grooves® today!A PUFFED UP CRUNCH JOINS CHEEZ-IT® SALTY SNACKS LINE!

NEW! ®

TM

For more information about theseproducts and tools to help grow your business, visit www.kelloggsconvenience.com or call 877-511-5777.

™

®, TM, © 2015 Kellogg NA Co.

FILE CLIENTPROJECT

SPOTCOLORS

DATEDESIGN LEADPREP ARTIST

PROOF READINGDESIGN LEADACCOUNT

NOTES - -

DIE 8.25”W x 10.875”H

156600T04_CI_CrunchD_Ad_NACS KELLOGG - -

(COLOR)(COLOR) (COLOR)(COLOR) CYAN MAGENTA YELLOW

12.22.14cgsl

BLACK

PROCESSCOLORS

SAWD 2015 39

James F. “Bucky” Johnson, President

225 Summerland AvenueBatesburg-Leesville, SC 29006

P.O. Box 2499Batesburg-Leesville, SC 29070-2499

(803) 532-6341

1(800) 821-9744

Fax (803) 532-9552

www.JFJohnsonInc.com

40 SAWD 2015

A.C. MayPelican Cigar Co.Lake Charles, LA

1985 - 1986

Council of Presidents

Ken CaldwellCaldwell Wholesale Tobacco Co.

Shreveport, LA1992 - 1994

Jack CoferJames D. Cofer, Inc.

Atlanta, GA1994 - 1996

Dick BrayPremier Beverage &

EquipmentFranklin, TN1989 - 1990

Grady SmithTVC Wholesale, Inc.

Florence, AL1988 - 1989

John GreenP.M. Green & Sons

Cleveland, TN1979 - 1980

Scott FisherSpartan Automatic Retailers

Memphis, TN1990 - 1992

John HeadHead Distributing Company

Smyrna, GA1986 - 1988

Duane SchneiderDUSA Distribution Center, Inc.

Melbourne, FL1996 - 1998

Bob PierpointImperial Trading Co., Inc.

Elmwood, LA1998-2000

Mike JonesAndalusia Distributing Co., Inc.

Andalusia, AL2000-2002

Steve ShingGrocery Supply Co.Sulphur Springs, TX

2002-2004

Sherwin HerringSouthco Distributing Company

Goldsboro, NC2004-2006

Mark DavenportJ. T. Davenport & Sons, Inc

Sanford, NC2006-2008

Jimmy StewartStewart Distribution

Waycross, GA2008-2010

Ricky JonesAndalusia Distributing Co., Inc.

Andalusia, AL2010-2012

SAWD 2015 41

WELCOME NEW MEMBERS!On behalf of the members, directors, and officers of The Southern,

we would like to welcome the following new members:

A Note About Anti-Trust…As this meeting begins, we must remind you of certain essential ground rules which must be respected, not only at this meeting, but on every occasion, social or other-wise, during any meeting of The Southern Association of Wholesale Distributors.

There can be absolutely no discussion between or among competitors at any time concerning prices you charge or propose to charge your customers… the price you pay or propose to pay your suppliers… or the terms and conditions under which you buy and sell the products in which you deal.

The antitrust laws are designed to encourage competi-tion at all levels of production and distribution. The Southern Association of Whole sale Distributors is com-mitted to ad herence to those laws. Please keep these principles in mind for the benefit of us all.

Cott Beverages

J.C. Maintenance Inc.

J.T. International USA

ProCat Distribution Technologies

Ultimate Sales

Velocity Alliance North America

42 SAWD 2015

Greg MartinChief Executive Officer

SAWDSuwanee, GA

Dick DunhamBoard Chairman

Stephenson Wholesale Co.Durant, OK

2015 SAWD Executive Committee

Paula GlidewellPresident

Glidewell Distributing Co.Fort Smith, AR

Randy LongVice President

Long WholesaleCorinth, MS

Randy EmanuelsonVice President/Comptroller

Team SleddWheeling, WV

Steve DouglasVice President

Douglas CompaniesTexarkana, AR

SAWD 2015 43

As a leading supplier of convenience store products for more than 40 years,Douglas Companies has been committed to delivering success for our customers.

When our trucks roll, our customers are ensured they will get the best possible productsand pricing. From candy and snacks to coffee and food programs,

Douglas can deliver success to your door.

Committed to Service,Delivering Success!

Steve Douglas and Susie Douglas Munson

www.douglascompanies.com

Conway, Arkansas501-329-6866

Carthage, Missouri417-358-9303

44 SAWD 2015

2015 SAWD State Directors

Don ChildersHome Folks Wholesale

Augusta, GA

Emile CantrellImperial Trading

Elmwood, LA

Charlie CasperHardec’s

Elizabethtown, KY

Liz JoachimCorso, Inc.Biloxi, MS

Keith LandenFranklin Supply

Franklin, LA

Dan McIntyreJackson Wholesale

Jackson, KY

Marty HowellH.T. Hackney

Opp, AL

Nick ZadenCity Wholesale Grocery

Birmingham, AL

Sam StewartStewart Distribution

Waycross, GA

SAWD 2015 45

46 SAWD 2015

2015 SAWD State Directors

Chris SmythersMerchants Grocery Co., Inc.

Culpepper, VA

Robin RayAtlantic Dominion Distributors

Virginia Beach, VA

Scott McPhersonCore-Mark

Fort Worth, TX

Lawson WilliamsM. R. Williams

Henderson, NC

Jim NaifehStandard Distributing Co.

Sapulpa, OK

Jeff LeischnerH. T. HackneyColumbia, SC

Bill WilkersonJ. L. Gaddy Wholesale

Hickory Grove, SC

Chad PickelAmcon Distributing.

Crossville, TN

SAWD 2015 47

College Scholarships $15,000 to be Awarded

This is a wonderful opportunity for students in college or technical school to help defray their school expenses. The deadline for the 2015 college scholarship applications was December 20, 2014, and we had 53 students apply for the scholarships. Over $15,000 in scholarships will be given away at the show! Thanks to contributions from members into the Southern’s Education Fund, we are able to fund all of the education functions at the con-vention as well as give away over $15,000 in scholarships to our members, employees and family members. Scholarships are selected from applications from dues paid members. Contact the SAWD office if you would like an application for 2016! 770-932-5810.

48 SAWD 2015

2015 SAWD Board Broker Rep, SLD Rep, Legislative Liaison

2015 At-Large Directors

Jack AndersonBroker Representative

Burdette Beckmann, Inc.Hollywood, FL

April GarverSLD Representative

Southco DistributingGoldsboro, NC

Dave RiserLegislative Liaison

R.J. ReynoldsWinston-Salem, NC

Bennett RobertsBroker Representative

Matrix BrokerageChapel Hill, NC

Hugh RaetzschLyons SpecialtyPort Allen, LA

Nelson ParkerAllison Wholesale, Inc.

Paint Rock, AL

James “Bucky” Johnson

J.F. Johnson, Inc.Batesburg-Leesville, SC

Jack CasanovaChurchpoint Wholesale

Churchpoint, LA

George NaumannRenfro Supply Company

Williamsburg, KY

Chad GummerGummer Wholesale

Health, OH

www.stewartcandy.com

50 SAWD 2015

Manufacturer Representatives

Michael HughesThe Hershey Company

Bill DunnSwisher International, Inc.

Tony ClantonSwedish Match

Victoria Person-GoralR. J. Reynolds Tobacco Co.

Steve SandmanRepublic Tobacco

Dave JohnsonNestlé USA

Clark SturdivantNational Tobacco

Bob KleinLorillard Tobacco Company

Tom BriceLil’ Drug Store

Carter AdairJack Link’s Beef Jerky

Mandi ClarkDot Foods

Rick Di DonatoCommonwealth Altadis USA

Dave BowersockAltria Group Distribution

Jebb MaginnisCreative Data Research

SAWD 2015 51

52 SAWD 2015

OVER 10,000 ITEMS

Candy

Tobacco

Paper

Groceries

HBC

Beverages

Vending

Food Service

Custom Programs For Retailers Of All Sizes

Beverage and Equipment Division

Trade Shows and Accrual Programs

EDI and Information System Support For The New Millennium

Corporate Headquarters – Virginia Beach, VA 757-497-1001Carolina Division – Hope Mills, NC 910-424-2292

Call today: VA, MD, DE, DC 800-468-6612

NC, SC, GA 800-682-1027www.atlanticdominion.com

COMPLETECONVENIENCE STORE

SUPPLIERS

Since 1875

SAWD 2015 53SAWD 2015 53

Providing what you need, when you need it

A Family BusinessSince 1926

54 SAWD 2015

SLD 2014–2015 SLD Officers and Directors

OfficersApril Garver, Southco Distributing, Goldsboro, NC, President

Leanne Wilkerson, J. L. Gaddy Wholesale, Hickory Grove, SC, SLD 1st Vice President

Chuck Schimmel, Lyons Specialty, Port Allen, LA, SLD 2nd Vice President

Barry Krebs, Kelloggs Company, Mableton, GA, SLD Treasurer

Miles Anderson, Lorillard Tobacco Company, Atlanta, GA, SLD Secretary

Donnie Childers, Home Folks Wholesale, Augusta, GA, Board Chairman

DirectorsChris Herbert, Altria Group Distribution Co., Charlotte, NC

Jeff Thompson, Douglas Companies, Conway, AR

Morgan Blanchard, Franklin Supply Co., Franklin, LA

Michelle Glidewell, Glidewell Distributing, Fort Smith, AR

Brad Brown, Halpern Import Co., Atlanta, GA

Colby Carmichael, Long Wholesale Dist., Corinth, MS

Robbie Surratt, Merchants Grocery, Culpeper, VA

Mike Thorner, National Tobacco, Louisville, KY

Ron Leitner, R. J. Reynolds Tobacco, Winston-Salem, NC

Maria Miro-Narlock, Spotlight Innovations, Brandon, MS

Jake Stewart, Stewart Distribution, Waycross, GA

Mark Tuck, Swedish Match, Atlanta, GA

Victor Blanco, Swisher International, Ponte Vedra FL

Steve Winkle, The Corr Williams Co/TVC Wholesale, Florence, AL

Trey Williams, Thomas Williams & Assoc., Atlanta, GA

SAWD 2015 55

56 SAWD 2015

Home Folks Wholesale Co., Inc.Since 1938

Distributors of convenience grocery, candy, tobacco, and general merchandise.

Visit us on the Web atwww.homefolksdist.com

2001 Westside Dr., Augusta, GA 30907706-868-0055 • 800-762-7588

Fax: 706-868-1154

Trustworthy. Service-Oriented. Flexible.Focused on Regional C-Store Wholesalers & Retailers.

Corporate Headquarters:1633 SE 17th Street Fort Lauderdale, Florida 33316

Phone: 954-983-4360 | Fax: 954-462-3848

Sales Headquarters:5851 Johnson Street Hollywood, Florida 33021

Phone: 954-983-4360 | Fax: 954-983-4405

Regional Offices:12830 W. Creek Parkway Richmond, Virginia 23238

Phone: 804-346-4949 | Fax: 804-346-4977

116 Associate Lane Indian Trail, North Carolina 28079Phone: 704-821-4677 | Fax: 704-821-4654

516 Douglas Ave.,Ste. 1102 Altamonte Springs, Florida 32714Phone: 407-869-0797 | Fax: 407-869-0059

SAWD 2015 57

Home Folks Wholesale Co., Inc.Since 1938

Distributors of convenience grocery, candy, tobacco, and general merchandise.

Visit us on the Web atwww.homefolksdist.com

2001 Westside Dr., Augusta, GA 30907706-868-0055 • 800-762-7588

Fax: 706-868-1154

Wishing All The SouthernAttendees Great Success

and Sunny Days!

Visit our website at www.glidewelldistributing.com • Phone (479) 649-3999

58 SAWD 2015

SAWD 2015 59

Our cigarettes are 100% American Blend; crafted with the fi nest, premium blend tobaccos to ensure the quality the consumer expects, at a price they’ll love. Our mission is to deliver the best value every day – all day, to the trade and the consumers.

LAUNCH YOUR PROFITABILITY TO NEW HEIGHTS

12 Route 17 N Ste #304, Paramus, NJ 07652(800) 317-0377 | www.kmm-inc.com

SURGEON GENERAL’S WARNING:Cigarette Smoke Contains Carbon Monoxide

Talk to us about category optimization & cigarette contracts!

60 SAWD 2015

Officers & Directors EXECUTIVE COMMITTEE

President Paula Glidewell Glidewell Distribution Vice President Randy Long Long WholesaleVP/Comptroller Randy Emanuelson Team SleddVice President Steve Douglas Douglas CompaniesBoard Chairman Dick Dunham Stephenson Wholesale

STATE DIRECTORS

STATE DIRECTORS COMPANY Alabama Marty Howell H. T. Hackney Alabama Nick Zaden City Wholesale Arkansas Paula Glidewell* Glidewell DistributingArkansas Steve Douglas* Douglas Companies Florida Sam Stewart Stewart DistributionGeorgia Don Childers Home Folks Wholesale Kentucky Charlie Casper Hardec’s Kentucky Dan McIntyre Jackson Wholesale Louisiana Keith Landen Franklin Supply Louisiana Emile Cantrell Imperial Trading Mississippi Liz Joachim Corso, Co. Mississippi Randy Long* Long WholesaleNorth Carolina Lawson Williams M. R. Williams, Inc. Oklahoma Jimmy Naifeh Standard Distributing Co. South Carolina Bill Wilkerson J.L. Gaddy South Carolina Jeff Leischner Thomas & Howard Co./H.T. HackneyTennessee Chad Pickel Amcon Distributing Texas Scott McPherson Core-MarkVirginia Robin Ray Atlantic Dominion Distributors Virginia Chris Smythers Merchants Grocery Co., Inc.West Virginia Randy Emanuelson* Team Sledd*Currently seated member of the Executive Committee

AT-LARGE DIRECTORS

NAME COMPANY Nelson Parker Allison Wholesale (AL)James “Bucky” Johnson J.F. Johnson (SC)Hugh Raetzsch Lyons Specialty (LA)George Naumann Renfro Supply (KY)Jack Casanova Churchpoint Wholesale (LA)Chad Gummer Gummer Wholesale (OH)

SAWD 2015 61

Elected and InstalledBROKER & SLD REPRESENTATIVES/LEGISLATIVE LIAISON

NAME COMPANY BROKER/SLD Jack Anderson Burdette Beckmann Broker Representative Bennett Roberts Matrix Brokerage Broker RepresentativeApril Garver Southco Distributing SLD RepresentativeDave Riser R. J. Reynolds Legislative Liaison

MANUFACTURER REPRESENTATIVES

NAME COMPANY Dave Bowersock Altria Group Distribution Company Rick Di Donato Commonwealth Altadis USAJebb Maginnis Creative Data ResearchMandi Clark Dot FoodsCarter Adair Jack Links Beef Jerky Tom Brice Lil’ Drug Store ProductsBob Klein Lorillard Tobacco Clark Sturdivant National Tobacco David Johnson Nestlé USADave Riser R. J. Reynolds Tobacco Company Victoria Person-Goral R. J. Reynolds Tobacco CompanySteve Sandman Republic Tobacco Tony Clanton Swedish Match Bill Dunn Swisher International, Inc. Michael Hughes The Hershey Company

COUNCIL OF PRESIDENTS

NAME YEAR(S) SERVED COMPANY Ricky Jones 2010-2012 Andalusia DistributingJimmy Stewart 2008-2010 Stewart DistributionMark Davenport 2006-2008 J. T. Davenport & Sons, Inc.Sherwin Herring 2004-2006 Southco DistributingSteve Shing 2002-2004 Grocery Supply Company Mike Jones 2000-2002 Andalusia Distributing Company Robert Pierpoint 1998-2000 Imperial Trading Company Duane Schneider 1996-1998 DUSA Distribution Center Jack Cofer 1994-1996 James D. Cofer, Inc. Ken Caldwell 1992-1994 Caldwell Wholesale Scott Fisher 1990-1992 Spartan Automatic Retailers Dick Bray 1989-1990 Premier Beverage & Equipment Grady Smith 1988-1989 TVC Wholesale John Head 1986-1988 Head Distributing A. C. May 1985-1986 Pelican Cigar John Green 1979-1980 P.M. Green and Sons Bert Trompeter 1973-1976 John F. Trompeter Company

62 SAWD 2015

A Full ServiceConvenience Store

Supplier

Since 1937

(256) 776-3268 • 1-800-239-5173Fax: (256) 776-4717

Highway 72 EastPaint Rock, Alabama 35764www.allisonwholesale.com

SAWD 2015 63

www.RisingChurch.org

The Southern’s 2014 Annual Meeting and Trade Show was held at the Westin Savannah Harbor and Savannah International Trade & Convention Center

in Savannah, GA. The meeting featured the 2nd largest trade show for convenience wholesalers in the country: Southern Showcase 2014. In addition, attendees received outstanding industry-specific educational sessions, updates on industry and legislative issues, and a host of networking opportuni-ties including: golf at The Golf Club at Savannah Harbor, awards dinners on Thursday and Friday evenings, the

Silent Auction that benefits the SAWD Education Fund, the Hospitality Suite with our very own Karaoke enter-tainment, a Meeting With a Mission event, a “700 Cooking School” optional outing, and an evening out that included the famous “Southern Pub Crawl”! The Southern Board of Directors and Committees of the association met to carry on the business of the orga-nization. We would like to extend a sincere debt of gratitude to our sponsors for their part in making this meeting such a tremendous success.

64 SAWD 2015

SAVANNAH 2014 WRAPUPSAVANNAH 2014 WRAPUP

2014 Annual Meeting Sponsors

Altria Group Distribution

American Snuff Co.

Burdette Beckmann

Commonwealth Altadis USA

Creative Data Research

Dot Foods

The Hershey Company

Jack Links Beef Jerky

Kellogg’s

Lil’ Drug Store

Lorillard Tobacco

Matrix Brokerage

National Tobacco Co.

Nestlé USA

R. J. Reynolds

Republic Tobacco

SAWD Education Fund

SICPA

Smokey Mountain Snuff

Swedish Match

Swisher International

SAWD 2015 65

SAWDEducation

Fund

66 SAWD 2015

T he Southern’s Midyear Meet-ing of the Board of Directors was held in beautiful San Diego, CA at the Loews Coro-

nado Bay on February 12th – 14th, 2015. This meeting usually sets the direction of the organization for the coming year and this year was no exception. Thanks to this meeting, we feel that the 92nd SAWD Annual Meeting set for Dallas, Texas on June 9-12th will be another successful event not to be missed.

All of the Southern’s committees met, including Finance & Budget, Education, Conventions & Meetings, Government Affairs, and the Execu-tive Committee. A full report of com-mittee activities will be made during the Annual Meeting in Dallas.

We would like to extend a sincere debt of gratitude to all of the mem-bers of the Board who were able to make the meeting in San Diego. For those of us that did make it to San Di-ego—WOW, what wonderful weather we were treated to! In addition to the work that was accomplished at this meeting, lots of fun and network-ing continued on the golf course and on the land and sea tour. The Loews Coronado Bay was a perfect venue to enjoy working, sharing, brainstorm-ing and, of course, managing to find time for some fun in that wonderfully sunny San Diego weather.

We would certainly like to express our thanks to our sponsors for their part in making this meeting such a success!

2015 SAWD Midyear Sponsors

Platinum SponsorsAltria Group Distribution Company

American SnuffCommonwealth Altadis

R.J. Reynolds

Gold SponsorsJack Links Beef Jerky

Lil’ Drug Store ProductsLorillard TobaccoNational Tobacco

Nestle USASwedish Match

Swisher International

Silver SponsorsBurdette Beckmann

Creative Data ResearchDot Foods

Matrix BrokerageRepublic Tobacco

Midyear Board of Director’s Meeting

Loews Coronado Bay, San Diego, CA

A Great Time Was Had By All!

68 SAWD 2015

Wholesale Distributors

ServingKentucky, West Virginia and Ohio

withcandy, tobacco products,

groceries, paper goods andinstitutional items.

We Sell The Old Fashioned Way…We Show It!

Ashland Specialty Co.Wholesale Distributors

125 29th Street • Ashland, Kentucky 41101

Bud Copley Lisa ScottPresident Vice President

SAWD 2015 69

70 SAWD 2015

2014 SAWD College Scholarship Winners

T hanks to the support of the SAWD Education Fund and the Annual Silent Auction, the Southern has been able

to provide college scholarships for Southern Member employees and their families. The Southern was pleased to announce at the 2014 Southern Showcase and Annual Meeting the winners of the 2014 SAWD College Scholarships. For 2014, the applicants were asked to write an essay on the topic, “As a consumer in 2014, how does social media influence your purchasing decisions?”

We had 38 applicants in 2014, all with creative and very interesting essays. Choosing just 3 was not an easy task for the SAWD Scholarship Jury! The three $5,000 scholarships were won by Parker Stewart, who attends North Carolina State University and is the son of Van Stewart with Lorillard Tobacco; Emerson Newsome at the University of Cincinnati whose mother is Michele Newsome with Swedish Match of North America; and Maria Dellapina who attends Miami University and is the daughter of Lou Dellapina with Gummer Wholesale. Christopher Sean Wallace, who

is attending Central Piedmont Community College, won the $2,000 Technical School Scholarship. Chris is the son of Jimmy and Sheila Barefoot with U.S. Flue-Cured Tobacco. We want to congratulate these scholarship winners and wish them the best! The Southern will be announcing the 2015 winners at the Southern meeting in Dallas, TX this June. Best of luck to all who applied writing an essay on the topic “How do you feel about the legalization of marijuana in certain states and what suggestions would you make if your state would consider it?”

Congratulations to Parker Stewart, son of Van Stewart with Lorillard Tobacco Company receiving his scholarship check from Lorillard’s Bob Klein.

Scholarship winner Emerson Newsome, son of Michele Newsome, accepting his check from Tony Clanton with Swedish Match of North America.

Chad Gummer, President of Gummer Wholesale, delivers Maria Dellapina her scholarship check. Standing with Maria are her proud parents, Donna and Lou Dellapina.

SAWD 2015 71

By Parker Stewart

T oday, March 14, 2014, I received 2,532 tweets, 104 notifications and 35 snapchats. I viewed over 200 posts on

Instagram, spent 28 minutes on Facebook and check-in twice. Of the 2,532 tweets I received, 39 were promoted. During my 28 minutes on Facebook, I stumbled across 24 suggested posts. I am a social being, but I am also a consumer. More and more recently these two personas have collided.

I share, therefore I am. Social media signifies the power of our lifestyle gestures by broadcasting them to a larger audience and making them seem less ephemeral. Facebook and Twitter enable me to con-nect with friends, family and many more people whom I’ve likely never met and never will meet. Whereas before, a per-son might share their love of a particular brand with a few associates at work, a few family members at home and a few close friends out in public, they’ll now endorse it to friends on their social networks. These identity making gestures temper the ano-nymity that consumerism’s mass markets tend to impose by concretely attaching our identity to what we consume.

Social media appeals to our vanity and plays to our vulnerability. Because of the way Facebook and Twitter are struc-tured, social media urges us to continually devise ingenious new solutions to our identity. This, however, is suddenly cast as a particular kind of reoccurring problem, one that needs solving by replenishing

social media’s various channels with fresh content. How we project ourselves to the world is a challenge because urban societ-ies use consumption and consumerism to create and display their social selves and to judge their peers. Social media has cre-ated the opportunity for us to present our best self for everyone to see, yet we feel the need to promote ourselves as attention worthy. We distinguish ourselves from one another, but only within the prevailing can-ons of taste of our preferred peer groups. This raises the question: do people choose their identities, or do they choose where to shop?

Comments, reviews, ratings and recom-mendations underpin many of the pur-chase decisions I make. We generally buy what we see our friends and family using and enjoying. We, however, live in a world of digital connections: of tweets, of posts, of snapchats. This new free exchange of information through both the internet and social media means that every consumer is equipped with the tools for in depth research about a brand or product. Rather than having to rely in the testimony of a sales associate, or advertising, I can quickly look to their social networks to see what people think. But it is not just friends we trust, we even examine what strangers are saying about a brand or a product.

Unlike the toll-free numbers of a past generation, the posts and tweets of 2014 are public. With social networks such as Facebook and Twitter, everybody is connected, and everybody has a voice.

Social media users now have the ability to instantly connect with a brand, sometimes even with the CEOs of the organizations. It is not that social media actually influences the purchasing decisions and habits of the users, rather, it is the sharing of thoughts and opinions through social media. These posts and tweets are a matter of empow-erment. Before social media, many jilted consumers struggled to have their voices heard, while brands shouted advertise-ments and marketing back to them. Now consumers have a right and a growing responsibility to hold brands accountable through social media. When I post a com-plaint on Facebook I share my opinion with all of my 615 friends. If my friends agree, they will send it to their own friends. Soon, several thousand users have read about my experience.

As a consumer in 2014, the world is watching and even informing my pur-chasing decisions. Instead of shouting advertisements and marketing, brands now tweet me, friend me and provoke my purchases through interaction. The sales room, now extended into a virtual scape, reflects its audience’s dreams to overcome their reservations and provoke a purchase. Yet I am now empowered by the same social networks that play to my amity and vulnerability. I understand that I am a con-sumer targeted by brands, but, as a social being within a larger scape of tweets, posts and snapchats, I care more about what my friends like and repost than the suggested posts on my wall. n

Tweet Me, Friend Me and Make Me Buy!

ScholarshipWinner

72 SAWD 2015

Allison Wholesale . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 62

Altria . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

Andalusia Distributing Co . . . . . . . . . . . . . . . . . . . . . . . . . 69

Ashland Specialty Co . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 68

Atlantic Dominion Distributors . . . . . . . . . . . . . . . . . . . . 52

Burdette Beckmann . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 56

City Wholesale Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 53

Commonwealth – Altadis . . . . . . . . . . . . . . . . . . . . . . 16-17

Core-Mark . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

Corso, Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41

Creative Data Research . . . . . . . . . . . . . . . . . . . . . . . . . . . 45

Douglas Companies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43

GSC Enterprises, Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27

Glidewell Distributing . . . . . . . . . . . . . . . . . . . . . . . . . . . . 58

H .T . Hackney Co . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63

Hardec’s . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47

Hershey USA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Home Folks Wholesale Co . . . . . . . . . . . . . . . . . . . . . . . . 57

ImageWorks . . . . . . . . . . . . . . . . . . . . . . . . Inside Back Cover

Inter-Continental Cigar . . . . . . . . . . . . . . . . . . . . . . . . . . . 34

J . F . Johnson, Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39

Jack Link’s Beef Jerky . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

King Maker Marketing . . . . . . . . . . . . . . . . . . . . . . . . . . . 59

Kellogg’s . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38

Long Wholesale Distributors . . . . . . . . . . . . . . . . . . . . . . 24

Merchant’s Grocery Company, Inc . . . . . . . . . . . . . . . . . . . 26

National Tobacco Company . . . . . . . . . . . . . . . . . . . . . . . 23

Nestlé . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

Premier Manufacturing Inc . . . . . . . . . . . . . . . . . . . . . . . . . 47

R . J . Reynolds/American Snuff . . . . . . . . . . . . . . . . . . . . . . 3

Republic Tobacco . . . . . . . . . . . . . . . . . . . . . . . . Back Cover

Santa Fe Natural Tobacco . . . . . . . . . . . . . . . . . . . . . . . . . . 9

Southco . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 51

Standard Distributing Co . . . . . . . . . . . . . . . . . . . . . . . . . . 55

Stephenson Wholesale . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

Stewart Candy Company . . . . . . . . . . . . . . . . . . . . . . . . . . 49

Swedish Match . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18-19

Swisher International, Inc . . . . . . . . . . . . . . . . . . . . . . . . . . 35

Team Sledd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29

Velociti Alliance . . . . . . . . . . . . . . . . . . . . Inside Front Cover

Advertisers DirectoryA Special Thanks To All Listed Below Who Make Our Convention Magazine Possible!